Account Executive

This is an Account Executive role within the SMB segment of Claranet’s UK business. With 7,000 business customers and a broad portfolio of services, we see our newly established SMB business unit as an exciting, high growth area of our business.  This role is to maximize each average spend per account and being able to deliver the highest of standards of customer service satisfaction. A fantastic opportunity for a candidate who has 3 years’ experience in a technology sales role, who is looking to expand their skillset, and to be supported in developing a successful career.

Key objectives of the role are:

• Understand and translate your customers business goals into actionable plans through the sale of Claranet’s portfolio of products
• Upsell, cross-sell and retain your customer base whilst maximizing profitable revenue growth quarter on quarter and year on year
• Understand and demonstrate white space in your customer base and penetration rates per Business Unit.
• Drive solution/consultative selling with a business outcome focus and a shared roadmap of development for key customers.
• Create and drive campaigns in line with white space working alongside colleagues/manager and marketing.
• Work closely with service managers, solution architects and other virtual team members to ensure customer expectations are fully managed and any emerging opportunities are handled appropriately.

Essential duties & responsibilities

• Performance: Effectively articulate Claranet’s value propositions and business drivers to your customers. Deliver on target performance of new revenues and re-contracting activity. Able to write effective sales proposals with support. Utilize agreed sales methodologies, developing wider customer relationships to increase new business sales. Identify, develop and manage the required level of opportunities to consistently achieve sales targets. Update and report on activity, pipeline, sales and churn on Salesforce.
• Customer Engagement: Proficient with Claranet’s portfolio of products and share your knowledge with your customers and colleagues. Maximizing recontract opportunities and sell into White Space. Understand customers business plan’s and measure satisfaction through interactions. Solution selling, application discussions, business outcomes focus and shared strategic roadmap development with customers. Implement an Account Development Plans and Social selling involvement to help with understanding your customers activity and business potential.
• Internal Stakeholders: Leading colleagues and virtual teams to deliver customer solutions. Identifying personal development plans and ownership for own development. Establish best practices per BU to help reduce sales cycle or barrier to sell. Build positive and consistent relationships to ensure customer growth and minimize customer churn. Work with marketing to gain attendance to events and seminars from customer base, develop contact strategies and specific campaigns to customers.

  KPIs

• Total Contract Value Profit (TCVP) Targets for sale of new products
• Pipeline x 3 times your annual TCVP target
• Customer retention targets in line with expectations measured by TCVP
• Sales Activities that drive opportunity growth

Essential

• Min 3yrs experience in a technology sales role, ideally with experience or exposure to one of the following - Connectivity, Unified Communications, Cloud Services
• An understanding of consultative sales processes and a passion for helping customers
• Ability to create and manage a sales pipeline
• An ability to quickly establish and develop customer relationships
• A successful track record in achieving results
• Strong communication and negotiation skills
• Excellent stakeholder management skills
• Commercial acumen and the ability to seize an opportunity
• Prepared to invest in own personal development and looking for a successful career in technology sales

Claranet combine pioneering technologies, practices, and expertise to propel our customers ambitions. Through a vibrant customer centric culture of collaboration, learning, and opportunity, we nurture a dynamic community of the best technology and service expertise spanning cloud, cybersecurity, networks, and unified communications. 

Founded in 1996, Claranet has evolved into a multi-disciplinary technology services provider with global reach. The company has annualised revenues of circa £350 million, over 6,500 customers, and more than 2,000 employees in nine countries. In the UK we have over 500 staff working in London, Gloucester, Warrington, Bristol, and Leeds, or as homeworkers.  

Claranet consistently appears in The Sunday Times Top Track 250 as one of the fastest growing privately-owned businesses in the UK. Our international success is driven by local service, out of local offices, using a mixture of local and international infrastructure, including hyperscaler clouds.